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Building Products Digest

JUNE 2022

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

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LBM TECHNOLOGY SPECIAL ISSUE • LOGISTICS SOLUTIONS • SOUTHERN PINE

KEEP YOUR CUSTOMERS ON THE LEADING EDGE WITH

drainage

adhesion

air control

performance

availability

photo & building credit:

Structures Building Company • Charleston, SC

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CONTENTS June 2022

Volume 41 n Number 6

Stay connected between issues with www.building-products.com

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Product Spotlight

Features

Southern Pine

Southern Forest Products Association shares strategies

to drive sales and sustainability with southern pine.

BPD

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Building Products Digest

JUNE 2022

THE VOICE OF THE LBM SUPPLY CHAIN — SINCE 1982

LBM TECHNOLOGY SPECIAL ISSUE • LOGISTICS SOLUTIONS • SOUTHERN PINE

KEEP YOUR CUSTOMERS ON THE LEADING EDGE WITH

drainage

adhesion

air control

performance

availability

CMY

Feature Story

Business Operations

Tech Help

Industry Trends

Margin Builders

Company Focus

Event Recap

Lumberyards’ Revenues Far Outpace Those of Big Boxes

How to Support Your Trade Customers through Technology

Third-Party Logistics Providers

photo & building credit:

Structures Building Company • Charleston, SC

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Tips on Evaluating a Tech Partner

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8 Across the Board 20 Olsen on Sales 22 Lumber 411 24 Transforming Teams 26 NAWLA: Thinking Ahead 42 Movers & Shakers 46 New Products 50 Classified Marketplace 50 DateBook 50 In Memoriam 52 Advertisers Index 54 Centennial FlashBack

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Building Products Digest President/Publisher Patrick Adams padams@526mediagroup.com Vice President Shelly Smith Adams sadams@526mediagroup.com Publishers Emeritus David Cutler, Alan Oakes Managing Editor David Koenig dkoenig@526mediagroup.com Senior Editor Sara Graves sgraves@526mediagroup.com Columnists James Olsen, Samantha Stallings, Kim Drew, Claudia St. John, Dave Kahle Contributors Carlo Chatman, Eric Gee, Krystal Lawson, John Maiuri, Anthony Muck, Michael Sullivan, Chad Warpinski, Craig Webb

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BUILDING PRODUCTS DIGEST is published monthly at 151 Kalmus Dr., Ste. E200, Costa Mesa, CA 92626, (714) 486-2735, www.building-products.com, by 526 Media Group, Inc. (a California Corporation). It is an independently owned publication for building products retailers and wholesale distributors in 37 states East of the Rockies. Copyright®2022 by 526 Media Group, Inc. Cover and entire contents are fully protected and must not be reproduced in any manner without written permission. All Rights Reserved. BPD reserves the right to accept or reject any editorial or advertising matter, and assumes no liability for materials furnished to it. Opinions expressed are those of the authors or persons quoted and not necessarily those of 526 Media Group, Inc. Articles in this magazine are intended for informational purposes only and should not be construed as legal, financial, or business management advice.

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ACROSS the Board By Patrick Adams

Practice what you preach?

wasn ’ t planning

on having a bunch of free time. I always have a plan and almost never find myself with a minute to spare. As I was lying there in ICU for what seemed like an eternity, I had a lot of time to think because daytime talk shows really aren’t my thing. I thought about how did this happen and what could I have done to prevent it? I thought about what if it gets worse and changes my life and what I’m capable of? Most of all, I thought about my family. It could not be a busier time—the business is celebrating its 100 year anniversary with a lot of new things planned. We are launching a new consumer magazine—our first attempt at this. Our house continues to be under a state of construction. My kids just started spring break, and—the icing on the cake—on the same day I started my “vacation,” my mother-in-law, who now lives alone, slipped and broke her ankle. Managing it ALL fell on my wife. I could not help, could not email, could not call and could not leave. After what seemed like maybe a lunchtime burrito that didn’t agree with me, a few days later turned into a fever of 104 degrees and a trip to the ER. This followed in minutes with being admitted for what would be two-and-a-half weeks. I have never had a health-related hospital stay, which I count as both lucky and a byproduct of truly making an effort to take care of myself. I always have, but that kicked into high gear when my so-called “best friend” said when I announced that my son had been born, he immediately followed with this response. “Congrats, Dad, you’ll be 72 when he graduates college.” After a quick calculation in my head, I realized he wasn’t just being the savage that most of my friends are. I eat relatively healthy and get a solid six to seven hours of sleep each night. I wake up at 0400 every day and head down to the garage to work out. I park in the back of parking lots to get my steps throughout the day (really because a GMC 2500 won’t fit in California parking spots) and take the stairs when I can. But here I lie, while I have to just have faith that my wife and team can take care of everything in my silent absence. For me, this is my hell. Not just the hospital, or the helplessness having to rely on a team of strangers to care for me, or the unknown of the outcome. More than anything it’s the feeling of letting people down. Dumping all of this on my wife with no notice or planning. Leaving my team to fend for themselves, while I just lay here alone. The thought hit

me that just last month, I was “preaching” to all of you in my article (see May BPD, page 8) about “taking your health seriously” and here I am hooked up to machines along with “sick people” in the hospital. I always have a plan, but what I realized is that with a lot of things, I simply can’t control the timing. I couldn’t control when we had a water leak that took our house out of commission for eight months and counting. I can’t control how our market, costs and our business overall continues to change and make things more challenging. And, I can’t control when I might be taken out of commission. For the first time, I thought about my family living without me—my kids growing up without me—and realized I am valued for more than what I “provide.” While the health challenge is not quite over, I have learned a lot from this. First, that I have an amazing “team” around me who is more than capable and willing to step up when duty calls. That things still get done without me and in many cases, perhaps in a better way. I’ve been reminded of the lesson that I’ve learned many times throughout my life; that our time is limited and we’re not guaranteed a tomorrow. That we should take that extra time when we have the chance and perhaps, not take ourselves so seriously that we think we “must” work 60 hours a week. I suppose my last column is still accurate; invest in your health. I’ll just add a footnote to that advice now... because you never know when you won’t have a tomorrow to get started. While that two weeks took about 31 lbs. from me, it didn’t take my gratitude for my family, my team, or having this great industry to serve. Stay healthy, everyone.

Patrick S. Adams Publisher/President padams@526mediagroup.com

n Building Products Digest n June 2022

Building-Products.com

FEATURE Story

THE MORE HEAVILY building material dealers focused on lumber, the more likely they were to experience a spike in revenues—due in no small part to escalating lumber prices.

Lumberyards’ revenues far outpace big boxes’

umberyards ’ revenues

soared far above gains for specialty dealers and big boxes, according to Webb Analytics’ 2022 Construction Supply 150. High-flying lumber prices helped drive a 19.2% revenue increase by the 150 dealers analyzed, with vast differences in growth depending on how much wood a company sold. The group, which arguably accounts for the lion’s share of construction product sales in America, took in $373.73 billion last year from their U.S. operations. Participants’ operations in Canada and Mexico added another $20.57 billion, pushing the total to $394.30 billion, also a 19.2% gain from 2020. The number of branches in the U.S. run by CS150 members grew 7.6% to 13,711, while there was a 32.1% increase in Canadian and Mexican branches, bringing the non-U.S. total to 847 and pushing the North American count to 14,558. “The increase looks similar to the 18.6% rise in sales during 2020 that was reported by pretty much the same CS150 membership. But top-line appearances deceive,” said Craig Webb, president of Webb Analytics LLC and author of the report. Largely because of softwood lumber’s 116% price increase between January 2020 and January 2022, lumberyards with manufacturing operations saw their revenues shoot up 58.6% in 2021 from the year before. This group—one of five subcategories tracked in the study—gets the majority of its revenue from sales of framing lumber as well as from manufacturing wood-based components like trusses, wall panels, and custom molding. Thus, a huge amount of what these dealers stocked sold for drastically more than it did just a few years ago.

n Building Products Digest n June 2022

Other subgroups benefited from lumber, too. Lumber sales at Home Depot rose 18% in the year ended Jan. 31, 2022, while at Lowe’s the lumber section’s revenue grew 16.5% and contributed one-fifth of the big box’s total revenue gain. But most other home centers and hardware stores don’t count on lumber as much to keep the doors open. As a result, overall sales for this subgroup increased just 11.1%. That’s half the increase that this group achieved in 2020, when COVID struck and launched a home improvement boom. Meanwhile, specialty building dealers—companies that primarily sell non-lumber products, such as roofing, siding, and drywall—recorded a 26.5% gain in sales. In 2020, CS150 companies that generated less than 70% of their revenues from professional builders and remodelers saw their sales increase nearly twice as much as companies that made over 90% of their sales to pros. But last year, the numbers reversed, with pro-oriented stores of all types seeing a 62% gain in revenue versus a still-not-shabby 28% climb at more retail-oriented outlets. The CS150 is a tale of two cities based on how you measure the group. The list’s 17 home centers and hardware store chains are only 11.3% of the membership but account for 67.9% of the revenue—the result of having Home Depot and Lowe’s in the group’s ranks. In contrast, the 48 lumberyards that don’t have manufacturing operations accounted for 39.3% of the companies on the list, but only 1.7% of the revenue. Among challenges, nearly half the companies rated finding truck drivers a 10 on a 1-to-10 scale of difficulty. Just under 50% said they have started letting some emBuilding-Products.com

ployees work from home permanently. Roughly one-third of respondents said they have increased the number of days a worker can take off, and one-third have stopped requiring a year of employment before a worker can go on vacation. And while all this effort finding workers has been going on, there’s been remarkable increase in ecommerce activity and electronic communications. In last year’s CS150, 56.7% of respondents said their customers could check their bills online. In this report, 72.7% say they can do the same. Through 2020, a customer could pay online at

42.3% of the member companies that revealed their status. This year, that share is 58.6%. Meanwhile, the percentage of dealers who said customers can check whether a product is in stock more than doubled to 29.8%. And BOPIS (Buy Online, Pick up In Store) was possible at 39.8% of this year’s dealers, up from 22.7% last year. Webb estimated the list represents about three-quarters of all sales at building material and supplies dealers, excluding paint stores. The full 52-page PDF report can be downloaded at webb-analytics.com.

The Construction Supply 150

Rank Company/City/State

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30

Primary business emphasis*

The Home Depot, Atlanta, Ga. H Lowe’s, Mooresville, N.C. H Builders FirstSource, Dallas, Tx. M ABC Supply, Beloit, Wi. S Menards, Eau Claire, Wi. H Ferguson Enterprises, Newport News, Va. S US LBM, Buffalo Grove, Il. M 84 Lumber, Eighty Four, Pa. M Beacon, Herndon, Va. S Harbor Freight Tools, Calabasas, Ca. H SRS Distribution, McKinney, Tx. S GMS, Tucker, Ga. S Floor & Decor Holdings, Atlanta, Ga. S UFP Industries, Grand Rapids, Mi. ML Foundation Building Materials, Santa Ana, Ca. S Carter Lumber, Kent, Oh. M Kodiak Building Partners, Highlands Ranch, Co. M Northern Tool + Equipment, Burnsville, Mn. H Sutherland Lumber, Kansas City, Mo. H McCoy’s Building Supply, San Marcos, Tx. M Lansing Building Products, Richmond, Va. S Service Partners (TopBuild), Daytona Beach, Fl. S LL Flooring, Richmond, Va. S Parr Lumber, Hillsboro, Or. M Foxworth-Galbraith Lumber, Plano, Tx. M Contractors Warehouse, Roseville, Ca. L Matheus Lumber, Woodinville, Wa. L Ganahl Lumber, Anaheim, Ca. M Westlake Ace Hardware, Lenexa, Ks. H Riverhead Building Supply, Calverton, N.Y. M

2021 sales ($ millions)

2020 sales ($ millions)

Sales % change, Locations Locations 2021 v. ’20 2021 2020

$138,920.0 $122,158.0 13.7% $90,348.0 $84,503.0 6.9% $19,900.0 $12,800.0 55.5% $14,800.0 $12,100.0 22.3% $13,086.2 $11,800.0 10.9% $12,959.0 $11,364.2 14.0% $9,220.0 $4,265.1 116.2% $7,900.0 $4,700.0 68.1% $6,642.0 $5,916.7 12.3% $6,000.0 $5,400.0 11.1% $5,755.3 $3,796.3 51.6% $3,636.7 $2,670.0 36.2% $3,433.5 $2,425.8 41.5% $2,698.4 $1,695.7 59.1% $2,652.0 $1,077.3 146.2% $2,565.0 $1,750.0 46.6% $2,490.5 $1,876.2 32.7% $1,950.0 $1,450.0 34.5% $1,450.0 $1,306.3 11.0% $1,423.6 $1,073.8 32.6% $1,326.2 $991.7 33.7% $1,272.2 $926.7 37.3% $1,152.3 $1,097.7 5.0% $990.9 $644.0 53.9% $927.0 $588.5 57.5% $844.8 $768.0 10.0% $750.0 $416.0 80.3% $666.8 $502.3 32.7% $603.9 $550.7 9.7% $555.0 $400.0 38.8%

2,006 1,737 565 839 346 1,470 441 272 446 1,200 595 337 162 65 221 168 111 121 50 92 114 155 424 43 35 14 10 11 151 19

1,987 1,734 550 799 345 1,452 280 262 524 1,087 405 234 135 57 125 167 103 120 50 91 114 75 410 36 35 14 8 11 145 18

* H (Hardware/Home Center), L (Lumberyard w/out Manufacturing Operations), M (Lumberyard w/Manufacturing), ML (Lumber-centric Manufacturer Dealer), S (Specialty) Building-Products.com

June 2022 n Building Products Digest n

BUSINESS Operations By Anthony Muck

Evaluating a tech partner? A

Swap your RFP for an RFI

or another, businesses find themselves evaluating potential software partners. Even we at DMSi, who make our bread and butter from being chosen as software partners, go through this process when we evaluate vendors to integrate with our software. To make a wise software investment, we’ve found that you need to learn whether a vendor can deliver the things that matter most to your business. But software vendors all build slightly different products. Businesses that prioritize systems that function like their current one might end up with software that has the things they want. But they may discover it’s missing the things they need. As a software provider, we know vendors respond to information a prospect supplies and demo features accordingly. We also know that businesses often choose new software by using a formal Request For Proposal (RFP). The reasoning behind RFPs is simple: with enough information, the “right” decision reveals itself. The process entails: 1. Making a list of every required and desired feature. 2. Asking vendors whether their system has each feature. 3. Assigning points for each answer. Presto! The highest scoring vendor has the best software. Right? Wrong. While RFPs can be a helpful tool for a company to start understanding what different vendors offer, they can also lead businesses in the wrong direction. This is because RFPs prioritize software features over business needs. As scorecards, RFPs ask questions with simple yes/no answers like, “Does the system have feature X?” An RFP doesn’t include key questions such as, “How can your system help us cut costs?” Without open-ended questions, deeper discussions are missing. t some point

Say Hello to the RFI

So, what’s a business to do? How can you be thorough without missing (lumber analogy noted) the forest for the trees? We suggest a simple twist on the RFP by making it an RFI (Request for Information). An RFI starts with replacing must-have features with must-have business improvements, and then asking a prospective vendor what their software can do to address the improvements. It makes sense. Business goals drive every major company investment. From opening a new location to adding a new product line, businesses pursue actions that help increase revenue, improve customer loyalty and grow market share. The same logic should apply when choosing new software.

n Building Products Digest n June 2022

To create an RFI for choosing new software, go through the following three questions and write down your answers: 1. STRATEGIC GOAL: What does the company need to focus on to be successful over the next 10-15 years? 2. BUSINESS STRATEGY: What should we prioritize in our operation to achieve that goal? 3. IMPROVEMENT GOALS: How can we change processes to better achieve our goals? Coming up with the answers takes time and discussion, and you’ll need to include insights from executive leadership. But once you go through this exercise, you will have what you need to ask the most important question in your RFI: “What can you, the prospective software vendor, do to help us?” Instead of a features checklist, vendors will talk about your specific business goals and the different ways the software might help to achieve them. With business goals as the conversation focus, it should become much clearer what a software vendor can offer and who you’ll want to partner with. After all, changing software is a long-term commitment and you want to know exactly what you’re getting. With an RFI, you’ll like the odds of choosing the right system to help your business achieve those goals and the right partner to help you do it. – Anthony Muck is currently serving on the NAWLA Leadership Summit Committee. He is vice president of sales and marketing at DMSi, an Omaha, Ne.-based company providing business management software for the building materials industry (www.dmsi.com). Building-Products.com

THE FIRST STAIN

WORTHY OF THE YELLA TAG. Introducing YellaWood Protector® products, the ultimate protection for five-star backyards.®

It takes a whole lot to earn the right to wear the Yella Tag. Backed by fifty years of proven knowledge and quality, YellaWood Protector® Semi-Transparent Stain and Clear Water Repellent is specifically formulated by the makers of YellaWood® pressure treated pine. YellaWood Protector® products provide long-lasting, rich color and the superior protection savvy homeowners demand. All with a limited warranty against chipping, peeling, water damage, mold, mildew and color fade. Since there are no long drying times or even in-store mixing or tinting required, you’ll love how easy it is to use. Find your local dealer at yellawood.com/protector and finish like a pro.

yellawood.com/protector

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood. com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission.

TECH Help By John Maiuri

How to support your trade customers through technology A

s we near the midpoint of 2022, the trade community continues to grapple with the same challenges they were facing in 2021, such as supply chain delays, inflation and labor shortages. At the same time, new construction and the home improvement space continues to boom, so demand is higher than ever for builders, general contractors, and sub-contractors. With this storm of disruption and demand, tradespeople need a community of trusted suppliers now more than ever for securing all the products they need to complete projects on schedule. To help the trade community better navigate this disruption and have a strong 2022, lumber and building material businesses need to make sure they are prioritizing the right tech investments and meeting this audience on their preferred platforms.

E-commerce

The pandemic accelerated the adoption of all things digital, and that includes e-commerce. Customers now expect businesses of all sizes to have a professional web presence. As a result of these changing expectations, online shopping for delivery or in-store pickup options are emerging as the gold standard across lumber and building materials businesses. In addition, having an online site lets potential customers research and purchase items at their convenience. For industries such as lumber and building materials where contractors must work around unpredictable schedules, online selling options provide a convenient experience that they can rely on. For LBM dealers that are serious about their customers and investing in tools to improve the overall experience, having

n Building Products Digest n June 2022

the right technology is critical for building loyalty and attracting new shoppers. There is already evidence of permanent change happening in this space due to the pandemic. According to ECI’s 2021 State of SMB Digital Transformation Report, 43% of SMBs in the LBM space implemented or expanded their e-commerce offering in 2020. As more consumers continue to expect seamless shopping experiences, it will become essential for LBM professionals to remain connected to their customers through e-commerce tools or risk losing market share.

Cloud Investment

With the digital shift, the last two years have also expedited the need for LBM businesses to adopt cloud technology, such as cloud-based business management software, to maintain busiBuilding-Products.com

ness operations with anywhere-anytime access. For most LBM dealers, this has been a consistent priority since the start of the pandemic—additional data from the survey shows 64% of SMBs have increased their technology investments in this timeframe so they can better serve their trade customers. In the early months of the year, it’s also important that these dealers are accurately planning their technology investments for the remaining months ahead and making actionable steps to achieve these goals. It’s likely that the growing emphasis on anywhereanytime access will continue as more companies are relying on technology to keep them powered on and connected to their customers through times of disruption. As the cloud continues to become more prominent in this space, LBM professionals should be looking for cloudbased tools that integrate seamlessly into their current technology stack. Disparate systems or data stuck in silos, such as desktop-native spreadsheets, hinders efficiency and limits the experiences they can provide customers.

There is no one-size-fits-all approach to managing cybersecurity, but making sure this area is a key priority across business operations will be increasingly important as these digital environments grow, and cybercriminals get more sophisticated in their attacks. In industries where customer trust is critical for retention, such as the lumber and building material business, making proactive investments to protect your customers’ information is now a required pillar in any successful business strategy. For contractors facing a turbulent and busy year ahead, being able to rely on their local LBM dealers for all the products they need to complete projects

on schedule helps mitigate some of the stress that comes with annual planning. For dealers, it will be critical to have the right solutions in place to stay connected with this audience through times of disruption while providing the best service possible to all customers. – As president of the LBM & Hardlines Group at ECI Software Solutions, John Maiuri is responsible for the vision, guidance and strategic growth of his team within the Building and Construction Division (www.ecisolutions.com). With more than 30 years of experience in the lumber and hardware industry, John understands the importance of leveraging technology to remain competitive.

A Phoenix Rising From the Ashes May Be a Myth But for Home Central, CT Darnell and Sunbelt Rack made it a reality.

Data Privacy

With the pandemic enabling a digital movement, many lumber and building material businesses are grappling with more data and customer information than ever before. This influx of data has also meant more opportunities for cybercriminals to take advantage of any system weaknesses—71% of security professionals reported an overall increase in the number of cyber-threats since the start of the pandemic. In order to better protect customers’ sensitive information and prevent any downtime caused by cyber-threats, SMBs need to be more vigilant about security practices and minimizing vulnerabilities to hackers. This means training employees on the most common cybersecurity threats (like phishing emails) and having strong everyday practices in place (such as multifactor authentication and “Zero Trust” architectures) that make sure only authorized users are getting access to the network. For businesses without the resources to support a strong cybersecurity program or manage the physical IT environment, there are cloud-based providers that offer these solutions as a service. With cloud providers, dealers can ease some anxiety knowing that their data is protected and can focus on other aspects of the business like providing exceptional customer experiences. Building-Products.com

DURING

AFTER

Not long after Home Central turned one of their lumber & building materials locations into a model of efficiency—with the help of CT Darnell and their Sunbelt Rack solutions— another location was devastated by fire. Soon, CT Darnell was on the job and a new, better facility was reborn. But that’s not all...

CT-Darnell.com

Sunbelt-Rack.com

Scan the QR code for the rest of the story

800-353-0892

June 2022 n Building Products Digest n

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5/12/22 12:54 PM

INDUSTRY Trends By David Koenig

Automated hardwood marketplace launches

NO MORE waiting days to find what you want and discover its delivered price. A new hardwood lumber marketplace optimizes the most timeconsuming aspects of transactions, including logistics.

n automated marketplace for hardwood lumber has been launched that handles the entire transaction— from sourcing, quoting, order placement, and payment processing to shipping and delivery—with the click of a button. The Mickey Marketplace offers a variety of hardwood lumber sourced directly from NHLA-certified producers harvesting logs from sustainable and renewable forest resources around the United States—giving more small and medium sized suppliers, as well as large forest product firms, access to sell their inventory directly online to purchasers. To be allowed to sell, dealers, distributors and mills must hold physical inventory at a brick-and-mortar location; however, no special software is required. Dealers and distributors can buy or sell, without special software. “There’s no fee to join, just a brief sign-up, primarily to get your location to determine shipping,” said Alex Meyers, COO of Mickey. “You can come and go as you please.” The marketplace offers live, real-time inventories, with a no-hassle, automated fulfillment process, and a complete, end-to-end purchasing solution. Since 2019, Mickey has been focused on modernizing the antiquated day-to-day operations of North American natural

n Building Products Digest n June 2022

resource suppliers—such as lumber sellers. Mickey’s core product, “Mickey OS,” is an operating system that quickly automates and streamlines the most cumbersome elements of the business, such as logistics, payment processing, and real-time fulfillment. “We kept hearing from suppliers that this was something they wanted as an additional lane for their e-commerce business,” said Alex Rabens, co-founder and CEO. Orders can be placed for delivery within one to 30 days depending on buyer demand and supplier availability. Expected delivery times will be around one to five days, depending on buyer and supplier proximity. Currently Mickey can only ship by truck within the continental U.S. Initially, buyers can purchase full truckloads of kiln-dried hardwood, rough or S2S in western red alder, white or black ash, basswood, beech, yellow or white birch, cherry, hard or soft or Pacific coast maple, red or white oak, walnut, hickory, sap gum, tupelo, sycamore and cottonwood. Inventory will include a variety of thicknesses from 3/4 to 16/4 and random widths and lengths. “Until now, the hardwood lumber market relied on traditional and outdated buying and selling methods,” said Meyers. “We’re giving forest product suppliers access to a national liquid marketplace and ultimately the opportunity to sell at market prices without being undercut by middlemen and wholesalers.” Mickey opted to first focus on hardwoods because it figured they would be the most difficult, making it easier to eventually expand to softwood lumber. “We started in hardwood lumber because it’s such an attribute-intensive product. There’s a lot of variance,” Meyers explained. “We’ll work our way to more commodity products.” Suppliers, such as Wisconsin’s Tigerton Lumber Co., are enthusiastic about the premise of taking their business online. “This is very exciting,” said Mike Schulke, VP of sales & marketing. “This is exactly the direction the industry needs to go!” Committed to a net-zero carbon future, Mickey’s marketplace will calculate the carbon intensity of each lumber purchase for its users in an effort to provide sustainability reporting for both parties—and eventually allow for forest product sellers to monetize the land they do not commercialize via carbon credits. Learn more at www.mickey.io. Building-Products.com

MARGIN Builders By Carlo Chatman

Shipping solution F

Partnering with a third-party logistics provider can cut your freight costs

or lumber and building materials suppliers looking for relief from high shipping costs and market volatility, a professional, third-party logistics (3PL) provider can save an extra 10% to 18% off truckload and LTL freight costs if they routinely make multiple shipments to multiple locations and work with numerous freight carriers. For every $100,000 in freight costs, that’s an extra $10,000 to $18,000 in savings. With various factors driving up freight costs today, it is critical to work with an expert 3PL. These providers can secure the lowest freight prices due to their longstanding relationships with carriers, substantial hauling volume, as well as experience in spotting mistakes in freight classification. As the industry tries to recover from logistical disruptions caused by the pandemic, the spike in freight prices is

due to a host of factors including higher fuel costs, a continuing driver shortage, and tight truck capacity. Freight costs are up 15% in 2021 over already-high rates according to data from the Journal of Commerce. In fact, DAT Trendlines reported in July 2021 that fuel costs were up 36.5% in June 2021 over June 2020, and loads were up 101.5% in June 2021 over June 2020. “When industry freight costs rise, it’s more important than ever to find the best price,” states Kenny Mealer, shipping manager of CrossRidge Precision Inc., an Oak Ridge, Tn.-based company offering precision machining and assembly of aerospace, automotive, nuclear, heavy truck and industrial products and components. While most building products suppliers can expect rising shipping rates as the economy improves and carriers

n Building Products Digest n June 2022

regain lost ground, the most proactive are seeking to partner with a professional, third-party logistics provider (3PL). A 3PL can lower freight costs beyond a company’s existing discounts by negotiating additional discounts based on the 3PL’s relationship, reputation, and volume of business with established carriers. Limited competition and congestion in the change supply has created a significantly inflated rate for LTL and truckload. However, when it comes to truckloads, securing the best price is all about relationships and competitive bidding, according to Larry May, owner of Freight Management Systems (FMS), a Knoxville, Tn.-based 3PL routing approximately 20,000 freight moves each year. “We try to maintain important significant relationships with a number of truckload carriers that will always put Building-Products.com

us in a competitive stead. When today a low quote can easily be $4,000 and a high quote $5,000, the savings can be significant,” says May. He adds, “A good 3PL will analyze current rates and freight requirements, then bid out the work to qualified freight companies with whom it has a relationship. Relationships make all the difference in this business.” An established 3PL, brokering a large volume of business with major carriers, can negotiate better discounts than most. FMS, for instance, has ongoing relationships with 20 to 25 of the leading U.S. LTL carriers, with Transcorp and Internet Truckstop (the largest load matchers in the country), and with many freight carriers. This allows the company to consolidate a client’s freight with its own volume discounts, put out a “mini-bid” to a few chosen carriers known to be a good fit, or put out a “full bid” for which up to 20 select carriers compete. Proprietary “best carrier pricing” software, which rates shipments from multiple carriers, helps the company to determine the best carrier quickly and efficiently at the best cost. With the software, customers also have the option of going online to check shipping rates themselves at www.freightrater.net via a protected username and password. For any building materials supplier making a product or receiving parts, allowing a 3PL to bid out freight and come back with a proposal is as close to a “no brainer” as possible in a competitive market economy. “I thought I’d done well with the 77% to 80% freight discounts I’d negotiated from our carriers,” says Kenneth Precise, purchasing agent for the Kennedy Co., a manufacturer of PVC sheeting and components. “But FMS cut our freight cost by another 25% and took care of all the paperwork.” Because mistakes in LTL freight billing are common, especially in product classification, full service 3PLs should conduct freight bill audits. For instance, they should audit the National Motor Freight Classification (NMFC) code on the freight’s bill of lading to ensure it hasn’t been mis-classified at a higher rate. “Many factors affect how a freight rate is calculated: product classification, density, weight, value, distance moved, and damageability, for example,” says May. “But the higher the NMFC classification, the higher the shipping rate, which is why getting it right is key.” Building-Products.com

A PROFESSIONAL third-party logistics (3PL) provider can save an extra 10% to 18% off truckload and LTL freight costs. (Photos by FMS)

Working with a good 3PL can also contain the hidden costs of freight, such as chasing down quotes, invoices, and documentation, which can require a substantial in-house staff if done internally. It can also help to prevent potential production line slowdowns or shutdowns when needed parts are unexpectedly held up. FMS, for instance, offers inbound and outbound shipment analysis, invoicing and reporting with appropriate backup documentation. One client that previously processed about 300 freight invoices a week, estimates that it reduced its required staffing by more than two employees when the 3PL began au-

diting, paying, documenting, and consolidating its freight bills into a single weekly bill. For building materials suppliers who have relied on the expertise of 3PLs, however, the benefits of doing so go beyond the initial or ongoing savings. “Customer service is our product,” says May. “Our customers know that when they have a freight emergency, we will stick with them through the end. We take emails late at night, we trace the freight online, we call dispatchers and terminals to make sure deliveries are on schedule. We even help with dispute resolution, when necessary.”

June 2022 n Building Products Digest n

OLSEN on Sales By James Olsen

Storytelling, story selling

here are a lot

calls. Examples:

of uninteresting and uninspired sales

Quotron: “Hello, Bob, I’ve got a load of 2x4 16’s I can get into you for $800/MBF. Whaddya think?” Quotron: “Hello, Susan, I can get a load of 2x6 12’s into you at $700/MBF….” Then silently waiting for a response. Quotron: “Good morning, John. Are you low on anything right now?” Quotron: “Good morning, Sarah. I’ve got a load of studs looking for a home. Can you give me a firm?” These “sellers” push the “Kick Me” button. And they do get kicked around and treated badly. They invite and deserve bad treatment because they are wasting the customer’s time and bringing little value. In addition, and in some ways more importantly, these calls are plain boring. Customers do not want to be bored.

Storytelling & Listening in Our DNA

Humans have been around for 1.4 to 4 million years depending on who you talk to. The written word has been around for about 5,500 years, the Guttenberg press was invented in 1440 and even in the 1950s in America only 53% of the population was literate. Radio transmission for the masses began in the 1920s and exploded after WWII. The TV became widespread in the late ’40s and early ’50s. All to say we’ve been telling and listening to stories long before storytelling became a product that is fed to us.

Stories Engage

When our customers are engaged we are not guaranteed a sale, but we are guaranteed a solid listen to and consideration. A lot of sellers don’t get either. Telling a story is interesting. It leads customers and is what the Master Seller does. Customers want to deal with an expert who takes them to the good deals in an interesting and exciting way. That’s what storytelling does.

Similar Story Close

The “similar story” close is a classic. We take a sale or situation that’s already happened that applies to our customer’s needs and use it to tell a story about how a similar product or proposal will help our customer also. Our customers want and deserve proof. What’s the first thing we do before we purchase something online? We read the reviews. Our customers want the same thing. We use the “similar story” close to give them the proof they seek.

n Building Products Digest n June 2022

Master Seller: “Good morning, Maria. We just bought a block of 2x4 Euro from a mill you love. We picked up 10 truckloads and five of them were picked off right away by a national account who buys direct from everyone on the planet, so I know these are a good deal. How many do you want to put on?” The beauty of this close is it doesn’t have to be our story. If someone on our team sells a good deal, we say, “We just moved five of these.” We are part of our team so we can say this truthfully. (Note: It’s called “similar story” not “similar lie.” We use true stories. Lying is bad sales karma.)

Last Time

If our customer missed a deal in the last sales cycle, we could bring it up again on objections. Customer: “I think I’m going to hold off for now.” Master Seller: “Sure. We can hold off. No pressure. I just want to remind you, Tom, that six weeks ago we held off and it cost us $150/MBF when the market moved. I assure you the market is moving up. Let’s at least put on two loads for insurance.”

Research

Master Sellers use historical data to tell a story that makes sense and brings value to the customer. Master Seller: “Pete, I’ve got a great deal on five loads of 2x8 #2. The market is sloppy on some items but 2x8 has found a level. How many can you use?” Customer: “I’m going to hold off for now.” Master Seller: “Okay. But think about this. Six weeks ago, we were paying twice this number, so the market has really come back to us and bottomed out, so why don’t we pick up a couple?” Customer: “Wow. That is a big move. Let’s do one.” Similar story sells.

James Olsen Reality Sales Training (503) 544-3572 james@realitysalestraining.com Building-Products.com

BUILDING YOUR

REPUTATION

- With Qua lity Pressure Treated Lumber -

IF YOU ARE LOOKING FOR QUALITY TREATED LUMBER, KDAT MATERIAL, PATTERN STOCK OR SPECIALTY ITEMS CALL 1 800 226-3444 FOR A DISTRIBUTOR NEAR YOU. W W W. E V E R W O O DT R E AT M E N T. C O M

LUMBER 411

A Special Series from NELMA

By Kim Drew

5 questions with

Webb Analytics’ Craig Webb W

and what do you do? My name is Craig Webb and I’m the founder and president of Webb Analytics LLC, a data and research consultancy focused on helping construction supply executives spot the trends, opportunities, and threats that affect LBM dealer profits. The company was founded in 2018 after I spent a dozen years as editorin-chief of an industry trade magazine and came to love the dealer industry. During my time there, I visited dealers in 49 states and spoke to groups across the U.S., Japan and Canada, even winning a few awards along the way. I’ve also worked with The Wall Street Journal, UPI and McGraw Hill, so clearly digging deep and reporting the facts is in my blood! I’m all about making connections, whether it’s for companies, investors, or helping to locate talent to meet a dealer’s need. ho are you

What challenges do you see in the lumber retail industry today? Employee retention continues to be an ongoing challenge, as evidenced by the continual (and growing) labor shortage industrywide. Webb Analytics’ recently-released 2022 Construction Supply 150 report found members reporting challenges in attracting and retaining workers. When dealers were asked to rate on a 1-to-10-point scale their difficulty in finding workers, the average was 7.3. Truck drivers were the most difficult at 9.2; roughly half rated it 10 out of 10 on the scale. Truckers were followed by yard workers and sales reps at 7.8 and 7.3, respectively.

Craig Webb

Dealers that didn’t make acquisitions and kept their facility counts the same as the previous year say their payrolls have risen nearly 20% since COVID arrived. This bears watching, because it means dealers have higher operating costs that will remain after the current rabid demand for building products ends. How have LBM dealers’ relations with their customers changed? Supply-chain issues have led to dealers communicating with builders and remodelers far more often than in, say, 2019. At the same time, dealers’ e-commerce capabilities have risen dramatically. Seeing your bill online now is common, and the ability to pay online is coming quickly, too. Next up will be the ability for customers to see if a product is in stock and then order those materials without having to call a sales rep. What tips would you offer regarding what dealers are doing that timber mills should track?

n Building Products Digest n June 2022

The worker-employee relationship is changing. Yes, labor shortage issues are prompting dealers to offer more money. But we’re also seeing changes in working conditions that are making construction supply jobs more attractive, potentially reducing turnover. Allow WFH (work from home) and up the vacation days. Just under 50% of CS150 companies who told us about their benefits said they started letting some employees work from home permanently. Roughly one-third said they have increased the number of days a worker can take off, and one-third have stopped requiring a year of employment before a worker can go on vacation. What is one trend you’d like to share with lumber retailers? We’re seeing increasing efforts to hire women and minorities. In some ways, dealers already are doing better than their peers in construction: While the NAHB estimates only 10.9% of all construction workers are women and 11% are black, Asian or Hispanic, among CS150 members women made up 36.3% of the workforce and minorities were 30.7% of the total. Final thoughts? Ultimately, timber mills and dealers help make it possible for people to live in safe, comfortable, affordable homes. How homes are constructed is changing—witness the increased use of CLT, modular building components, engineered wood, and even trusses. Close communication and coordination between mills and dealers will be vital as the construction industry evolves.

Building-Products.com

TRANSFORMING Teams By Paige McAllister

Compensable time A

When do you need to pay a non-exempt employee?

recent story reported that Delta Airlines will begin paying flight attendants half-time for boarding duties, a change from the industry-standard of only paying once the doors close. Delta is implementing this change to stave off a push to unionize its flight attendants. However, it raised a critical question for many people—are there times we do not need to pay employees when they work? This, like many aspects of wage-and-hour law, has a complicated answer as there are many factors to consider. First, let’s define some key terms: • Fair Labor Standards Act (FLSA) is the federal law that defines “wage-and-hour” law and applies to most companies. While certain enterprises are not subject to some FLSA requirements, even they must follow minimum wage, overtime, record-keeping, and child labor requirements. • Non-exempt employees are covered by FLSA and must be paid a minimum wage of at least $7.25 per hour for all hours worked and overtime of time-and-a-half their regular hourly rate for all hours worked over 40 hours in a workweek (a set seven-day/168-hour period). Employers must track and retain records of their extra time worked using any timekeeping method, such as timeclock, timecards, computer systems, etc. • Exempt employees meet specific criteria as defined by the FLSA releasing employers from these minimum wage, overtime, and time-tracking requirements. These employees usually work for a salary (“wage guarantee”) regardless of how many hours they work in a workweek. • Some states have laws dictating a higher minimum wage, more generous overtime payments, and/or different exemption standards so employers must follow the one that most benefits the employee.

Exemptions are based on the actual job duties each employee performs, not on their title or position. FLSA establishes many exemptions, the most common of which are executive, administrative, professional, computer and outside sales employees. However, there are numerous others defined under FLSA, such as exemptions for highlycompensated employees, first responders, healthcare work-

n Building Products Digest n June 2022

ers, and domestic workers. For example, Delta is exempt from certain requirements under the Railway Labor Act so they are not obligated to pay this boarding time. Some FLSA exemptions cover specific requirements, such as the Tip Credit, which allows employers to reduce the minimum wage paid (currently down to $2.13 per hour, although some states have different requirements) for employees who qualify as tipped employees, but retains the overtime and record-keeping requirements. Commissioned retail employees who earn over half of their wages from commissions and whose regular pay rate is at least time-anda-half minimum wage may be exempt from minimum wage and overtime requirements; time-tracking is still required. Compensable time is all time for which a non-exempt employee must be paid. This includes all time an employer allows a non-exempt employee “to suffer or permit to work,” meaning any work done on behalf of or to benefit the company regardless if it is requested, scheduled or approved. Most compensable time is easy to determine—the time a non-exempt employee is actively performing their job duties. However, there are several areas of compensable time which may not be obvious but must still be paid. Some of these categories include (for ease, in this section “employee” will refer to non-exempt employees only): • “Portal-to-Portal Act”: A part of FLSA dictates employees must be paid for activities that are “integral and indispensable” to their main job duties, are not de minimis (less than 10 minutes), and do not fall under certain criteria. Travel time and donning & doffing are covered in this act. • Travel time: An employee must be paid for some, but not all, of their time spent traveling as part of their job duties. While they do not need to be paid for any time traveling to and from their home and work, they must be paid for all time traveling between different work sites during the day. For example, an employee who reports to the main office and then goes to work at another worksite during the day would not need to be paid to drive from home to the main office but would need to be paid for the time traveling from the office to the worksite(s) during the day and back to Building-Products.com

Q. Do I need to conduct exit interviews with employees

who are separating from the company?

A. No, exit interviews are not required. They are tools that can help you gather information about the employee’s experience at your company when they may feel freer to be more honest and open. If you decide to conduct exit interviews, be sure to be consistent, asking all employees (at least the ones who you can safely sit down with) the same questions. Take careful notes. Decide how you will use the info. If you know you will take no action, it might be better to not conduct them at all as employees may tell you something you don’t want to know. While exit interviews aren’t required, termination letters are required in some states, even to employees who resign. the office. The time spent driving back home would not. If an employee is assigned to another location for a workday, they would need to be paid for all travel time to and from their home to this worksite, except the employer may reduce it by the amount of time an employee usually travels to-and-from home and work. If an employee has overnight travel, they need to be paid for any travel time that they are actively traveling (i.e., when they are driving for work purposes) or when any passive travel time (i.e., when a passenger on a plane or train) corresponds with their regular work hours, even if on days the employee does not usually work. But, if this travel time is outside of their regular hours, the time would not need to be paid unless they are otherwise working during this time. If an employee is out of town, they need to be paid for all time they are working but not for time when they are free from all work responsibilities (i.e., meals and sleep time). • “Donning & doffing” time: This includes time spent when an employee must put on (“don”) and remove (“doff”) clothing, safety equipment, and work-related gear. The more specialized and critical to an employee’s duties, the more likely the time spent dressing in and removing this clothing would be paid time. For example, if an employee is required to wear a face mask due to COVID-19 protocols, the time spent putting this on would probably not be compensable. But if an employee must wear special PPE due to their work with caustic and toxic materials, this time is compensable. • Breaks: An employee does not need to be paid for a break that lasts longer than 20 minutes and during which the employee is completely relieved of their job duties. An employee must be paid for any break which is 20 minutes or less, even if required by law, and if they must work during any part of their break lasting longer than 20 minutes. Common trouble areas: Several areas of wage-and-hour laws may cause confusion for an employer. FLSA requires that the employer take the action which most benefits the employee so thorough consideration should be given to situations which may not be as clear, such as: • Classifying a supervisor as “exempt”: While an employee may appreciate the title and salary that comes with being a supervisor, the title alone doesn’t qualify them for the exemption. They must meet the duties test, often for the executive or administrative exemptions, and the salary threshold (currently $684 per week). If a supervisor lacks independent discretion to hire and fire the employees, for example, they may not meet the exemption requirements. • Making decisions vs. following a script: The adminisBuilding-Products.com

trative employee exemption includes a “duties test” with the requirement that the employee has the ability to “exercise discretion and independent judgement with respect to matters of significance” in areas related to “the management or general business operations of the employer or the employer’s customers.” If the employee can make such decisions without input from management, they may fall under the exemption. But, if an employee must follow a set decision-making procedure before taking any action, they may not be exempt. A similar requirement applies to the computer employee exemption. One final word: FLSA and state wage-and-hour laws contain numerous requirements and exceptions so being completely in compliance is sometimes difficult. However, the penalties for failing to meet these requirements can be costly. A complaint by one employee that they were not properly paid can lead to an investigation into two or three years of past pay practices for the whole company, reclassification of a group of employees from “exempt” to “non-exempt,” and the employer having to pay unpaid compensable time and overtime as well as penalties and damages. And, since no employee can waive their rights under FLSA, a signed acknowledgement or request from an employee will not provide protection from penalties. Paige McAllister, SPHR Affinity HR Group contact@affinityhrgroup.com

June 2022 n Building Products Digest n

THINKING Ahead By Chad Warpinski

Breaking up “scar tissue” from COVID T

here’s no question

that building materials, after the initial chaos of the COVID-19 pandemic, bounced back strong and has flourished over the last couple of years. It goes without saying, however, that this boon has not been untouched by challenges. Just like the human body might sustain scarring after trauma, the industry is bound to experience residual fallout after a major business disruption. We saw it from 2008 to 2009 with the Great Recession, when demand went off a cliff following a huge and prolonged run-up. Countless companies went under, joblessness soared and construction workers had to find new vocations. The impact was palpable, and the hard-hit lumber industry spent the next 10 or 11 years basically treading water—until the next major disruption. Although that event, COVID-19, propelled us in a more favorable direction, we are nonetheless left dealing with some “scar tissue.”

Pain Points

Some measures of pre-COVID-19 normalcy have been restored, but many of the problems that arose or were exacerbated during the public health emergency persist. The supply chain continues to struggle, for example. There are weather issues, COVID-19 issues, log availability issues, and unresolved trade issues between Canada and the United States. The list goes on, but a couple of areas are particularly troubling.

• Labor shortage is out of control at all stops along the supply chain, and it’s probably going to stay that way for the next five to 10 years. We can’t do everything we used to get done in a day with all of the other issues still in play. So, then, who’s going to do the work? It’s not as if we can just flip a switch and bring in a bunch of people to get everything done. • Commodity prices have skyrocketed, helping the average price of a single-family home in the United States continue its upward trajectory. That figure now stands at above $300,000, which is out of reach for many, especially first-time buyers. I’ve heard the arguments that today’s

n Building Products Digest n June 2022

younger generations care less about ownership, but I disagree. I think everyone still wants to own their living space—the pandemic obviously highlighted that. Homeownership is still the ultimate goal for a lot of people, and as an industry we’re at the front lines of making that possible.

Lumber, Heal Thyself

That being said, the industry does have opportunities ahead to fix some of the areas where it’s hurting. Self-promotion: For every worker another industry lands, it’s one fewer that we have the opportunity to capture. Once they come in, people may move around to different employers, but they tend

Building-Products.com

A Special Series from North American Wholesale Lumber Association

not to leave the lumber or building materials ecosystem. At Amerhart, some of our people have 25, 35, 40 years of experience in; that’s a common theme at other companies. The question becomes how do we fill the funnel? How do we deliver the message of why someone should be in this industry? We need to be able to convey that you can earn a good living as a plumber, or in the trades, or working in a sawmill, or working for a wholesale lumber distributor. Time will tell, but perhaps the industry’s new high profile in the public eye will help promote its career potential. The lumber industry has had more visibility in the news for the average person than ever before, courtesy of more mainstream articles, industry presence on CNBC and other platforms and even memes spread through social media. Sustainability focus: A big part of raising the status of the lumber industry comes down to playing up the good. It’s tough to find a product that grows freely and can be sustainably managed. We’re contributing meaningfully to people’s lives and doing so in a responsible manner. We provide an essential service, and where you live became a lot more important during COVID19. Coming out of the pandemic, we can leverage that. The sustainability message is a good way to do that. It’s up to us to make sure not only that the message is heard loud and clear, but that it is heard outside of the industry. Maybe if we can talk about it in a broader context—why it’s important to the city you live in, for example—it will hit home. Regardless of how you feel about consolidation—which is happening at every level of the lumber industry— larger companies might aid this effort as they have the resources and scale to disseminate these kind of these messages. Innovation: If demand is growing and the pool of workers is shrinking, it will be impossible to keep up.

Building-Products.com

What are the alternatives? It’s either automation or otherwise finding a way to get things done with fewer people. In light of the shortage of semitruck drivers, for example, that means advancing the self-driving concept, making it easier to be a truck driver, or automating other parts and pieces of our operations: receiving materials, loading trucks, etc. Something’s going to have to give. A lot of companies are already rethinking logistics, and third-party participation in the segment is certain to gain momentum in the future. In addition, we could see significant disruption in the residential market, with new materials or new technologies such as 3D printing potentially reducing costs. The industry also could revisit the potential of prefabricated homes and manufactured housing as cost-cutting options that have generated a lot of hype in the past but failed to have a lasting impact at scale. Consolidation may help promote movement here, too, through the efficiencies it creates. Eight steps in a supply chain obviously are going to work better than 17. So, when you talk about making housing affordable and fostering innovation, getting there might be faster with fewer players and more streamlined relationships than with three times the number of companies and less transparency.

Healthier Future?

These themes are likely to play out over the long term, but for now the COVID-19 pandemic has taught the wood products industry an important lesson in self-care. The entire supply chain—from wholesalers to retailers to builders—is becoming more cognizant of how and where they thrive in the business. There’s more thought centered around where a company gets its products, who it partners with, and controlling the inputs and raw materials. When you can’t get a part for a $500,000 machine because it’s sitting on a barge in the middle of the Pacific Ocean, you start to wonder if maybe

we should make them somewhere closer to home. There’s also an acknowledgment that we can no longer do everything for everybody all of the time. In the past, a company might run its mill 24/7, 365 days a year, cranking out as much production as possible regardless of what’s going on. There’s now greater sensitivity to operating in a smarter way that delivers sustained success. Everyone, including Amerhart, is exploring what that route is for their individual business. Our company grew and built a reputation on always saying “yes” to whatever was asked of us. We just can’t do that anymore—we don’t have enough people. We have to pick and choose where we want to focus. We also have to surmount our trepidation. Today’s business climate feels a lot like the run-up to the Great Recession, and there’s a sense of anxiety that our good fortunes will not last. It’s as if things are too good to be true, that something is waiting to hit the fan, and that we’re not ready for whatever it is. In turn, there is, at times, a hesitancy to make needed investments. And that’s scar tissue, too. – Chad Warpinski is president of 11-branch Midwest distributor Amerhart, Green Bay, Wi. (www.amerhart.com).

About NAWLA

North American Wholesale Lumber Association is the association that delivers unparalleled access to relationships and resources that improve business strategy and performance through sales growth, cost savings, and operational efficiencies for wholesalers and manufacturers of forest products and other building materials that conduct business in North America. Learn how NAWLA can help your business at nawla.org.

June 2022 n Building Products Digest n

COMPANY

Focus

By David Koenig

RETAILER CUSTOMERS returned to in-person showgoing in droves for Orgill’s recent spring buying market/175th anniversary celebration in Orlando, Fl.

Orgill: focusing on making its customers successful for 175 years

his year,

Orgill, Inc.—the world’s largest independent hardlines distributor—is celebrating its 175th anniversary, a milestone few companies reach and one typically associated with a smaller business that peaked decades earlier. Orgill, however, is growing faster than ever. Its sales have doubled over the past 10 years to $3.6 billion annually, and

ORGILL’S first horseless hardware delivery truck in the 1920s.

n Building Products Digest n June 2022

are 15 times what they were in 1990. Headquartered in Collierville, Tn., Orgill serves more than 12,000 retail hardware stores, home centers, pro lumber dealers, and farm stores in the U.S., Canada and over 50 countries around the world. What’s Orgill’s key to not just surviving but thriving after 175 years? Its unveering focus on the retailers it serves. “The company has continuously adapted over the years to serve our mission ‘to help our customers be successful,’” shared Boyden Moore, president and CEO. “The simplicity of our mission, complemented by our core values of Customer Centered, Integrity, Teamwork, and Excellence, provide a clear framework for how the business has been managed throughout our history. It has been the key to our growth and success navigating through wars, pandemics, depressions, recessions, technological and competitive changes.” Retailers have immediate access to more than 75,000 SKUs in each of its eight distribution centers. Drop Ship programs are available from the industry’s leading manufacturers. Its distribution facilities are among the newest and most efficient in the industry, with order accuracy rates of 99.6% and industry-leading fill rates. Randy Williams, executive VP of distribution, said, “In Building-Products.com

our distribution centers, we know we represent the ‘last mile’ as we work to get our products into our dealers’ stores. With that always in focus, we always keep our customers in the forefront as we continue to improve.” The distributor operates one of the industry’s largest truck fleets. Roughly 98% of customers receive their shipment on a scheduled Orgill truck within 48 hours of placing an order. The company also boasts one of the largest field sales teams in the industry with more than 350 reps strategically located throughout North America. They work side by side with customers to help identify and address opportunities in the dealer’s local market. The field staff is supported by a highly skilled team of customer service specialists located in each distribution center, as well as the Collierville home office, who all share the same commitment to the customer’s prosperity. “Regardless of what role you have within the company, the mission is clear and everyone understands that when our customers succeed, Orgill succeeds,” noted David Mobley, executive VP of sales. “We’ve always worked hard to get to know the customers we serve and to do all we can to understand their business and the challenges they face. Simply put, our customers drive Orgill’s success.” Orgill does not charge dealers a membership fee to be a customer. Its focus is strengthening the dealers’ local brand. Services include market analysis, store design and layout, assortment planning and review, pricing strategies, integrated marketing services, promotional buying, educational seminars— both monthly and at our dealer markets—and shared best practices from their most successful case studies. And the innovations continue. “Orgill is celebrating its 175th anniversary because of our ability to adapt quickly to any business climate,” concluded Eric Divelbiss, executive VP and CFO. “Our conservative approach to financial and risk management has allowed us to thrive through the ups and downs in the economy, and our simple mission statement keeps our focus in the right place—year in and year out. These business attitudes ensure that our best days are yet to come.” Building-Products.com

CURRENT STATE-of-the-art warehousing and shipping operations, on display at Orgill’s (top) Rome, N.Y., distribution center have come a long way since its early warehouses (middle) a century ago and (bottom) in the 1940s. June 2022 n Building Products Digest n

MI Rebrands as Part of MITER

MI Windows & Doors has revealed a new parent brand for its business: MITER Brands. The nationwide company will retain two fast-growing regional product brands—MI Windows & Doors in the East and Milgard Windows and Doors in the West. Sunrise Windows & Doors products will be available under the MI Windows and Doors’ brand in the East. “Through strong organic growth and the recent acquisitions of Milgard and Sunrise, our team has built a strong family of leading window and door brands,” said CEO Matt DeSoto. “The name MITER Brands reflects our culture, values, and growth strategy and encapsulates our people-first approach centered around our team’s priority to drive value for our customers.”

US LBM Adds SE Truss Plant

US LBM has opened a new floor and roof truss manufacturing facility in Lithonia, Ga., as part of its Brand Vaughan division to supply residential and commercial builders in the greater Atlanta metropolitan area. The new 25,000-sq. ft. truss facility operates one roof truss line and one floor truss line, provides in-house design, and uses computerized saws and technology for accurate truss set up and profiles. In addition to the new truss facility, Brand Vaughan operates seven locations across northern Georgia, providing professional builders with a wide range of materials, including lumber, engineered wood products, windows, exterior and interior doors and trim, rebar, roofing and siding.

New Owner for Minnesota Mill

Timberlyne Group/Sand Creek Post & Beam, Wayne, Ne., has acquired Cass Forest Products, Cass Lake, Mn., and its subsidiary, Aitkin Hardwoods, Aitkin, Mn. Timberlyne Group is no stranger to sawmill operations, purchasing Dickinson Timber, Kelliher, Mn., in 2017. With the addition of Cass, newly renamed Timberlyne Wood Products, Timberlyne Group can better serve their customers by ensuring both the quality and reliable supply of the timbers used in their structures. “With the scarcity of wood and volatility of the current lumber market we felt securing our own sources of timber just made sense on so many levels. The added bonus of being able to offer custom hardwood flooring, paneling and millwork created by Aitkin Hardwoods

to our customers is just icing on the cake,” said co-founder and board member Jule Goeller. Cass Forest Products began in 1989 and has served the home building industry for 33 years, earning a reputation for kiln-dried quality wood and high safety standards. Founded in 1998, Aitkin Hardwood will continue to operate its showroom and mill shop. Co-founder and chairman Len Dickinson noted, “Cass Forest Products has been one of our main sources of high-quality timbers for many years, so making it part of the Timberlyne Group family seems like the perfect fit.”

PrimeSource Acquires Fastener Manufacturer Axxis

PrimeSource Brands, Irving, Tx., has acquired Axxis, LLC, Schaumburg, Il., a provider of Complete and KlinchPak brand collated fasteners and tools. Carl Schneider, CEO of Axxis, will remain involved as part of the PrimeSource team focused on accelerating Axxis’ growth.

IWPA Returns to In-Person World of Wood Convention

The International Wood Products Association recently concluded its 66th World of Wood Convention in Orlando, Fl. The successful event was attended by 230 professionals, including 52 overseas visitors from 16 countries. It marked a return to being held live and in person for the key industry gathering, which was held virtually in 2021 and 2020 due to the COVID-19 pandemic. During the event, JoAnn Gillebaard Keller, president and CEO of Holland Southwest International, was elected new IWPA president, succeeding Mike Schultz, Floor & Decor. Gillebaard Keller said, “Over the next year, I look forward to working with the IWPA staff on growing our membership, building out our compliance training programs, and continuing our all-important government and public affairs work.” New VP is Jordan McIlvain, Alan McIlvain Co., and treasurer is Colin Miller, Clarke Veneers & Plywood. Re-elected to three-year terms on the board of directors are Elizabeth Baldwin, Metropolitan Hardwood Floors; Chris Connelly, Wood Brokerage International; Dan Lennon, Robinson Lumber Co.; John Herzig, Robert Weed Corp.; and Caroline McIlvain, J. Gibson McIlvain Co. New to the board is Bryan Courtney, Genesis Products, Inc.

n Building Products Digest n June 2022

DEALER Briefs R.P. Lumber Co. has opened a new store in Mt. Vernon, Mo.—its 83rd location and 17th in Missouri. New South Construction Supply, Greenville, S.C., has signed a letter of intent to acquire American Contractors Supply, Atlanta, Ga.

Once the deal closes, ACS will operate under the New South name under Jason Reuter as division president of tilt-up, and Ron Barteski as division VP-operations of tilt-up.

L&W Supply has acquired the assets of DWS Building Supply, with locations in El Paso, Tx., and Las Cruces, N.M. Arnold & Palmer True Value, Northville, N.Y., has been acquired by Dominick Cox and Christian Klueg from Lee Robinson and Shawn Darling. Curt’s Ace Hardware will open a new branch this summer in Elizabethton, Tn. Belle Hardware, Baltimore, Md., is closing this month after nearly 45 years. Aubuchon Co. will grow to 108 locations in eight states with its purchase of Cornell’s Hardware, Eastchester, N.Y., from third-generation owners John Fix III, Mary Beth (Fix) Wellington, and Thomas Fix. The store will keep the Cornell name, and the Fix family will continue to be involved in various roles as employees. Hamshaw Lumber’s seven New England locations are now selling Insultex House Wrap from Innovative Designs Inc.

Waltham Lumber , Waltham, Wehrung’s Specialties and Wehrungs Lumber & Home Center, Ottsville, Pa.; Shrewsbury Lumber , Shrewsbury, Ma.; Dries Lumber, Macungie, Pa.; Solanco Building Supply, Quarryville, Pa.; and Krumenacker’s Builders Supply , Nicktown, Pa., now carry MOSO X-treme bamboo decking and siding, distributed by Thielsen Lumber, Essex Junction, Vt. Ma.;

Chase Lumber, Sun Prairie, Wi., is celebrating its 125th anniversary. Building-Products.com

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WATERS HARDWARE’S leadership team, including brothers Bo Geren, Wes Gerken and Rusty Gerken, alongside their brother-in-law Mike Valent, is aggressively growth-minded and carefully vets every opportunity based on location, market potential, and price.

Waters Acquires 7-Unit Nuts & Bolts

As part of an aggressive growth strategy, Waters Hardware recently closed on the purchase of the seven-store Nuts & Bolts hardware store chain serving Missouri and Kansas. The original seven-location Waters Hardware is itself an acquisition by the Gerken family, who founded Gerken RentAll in 2002 and began their expansion into hardware and home improvement when they first purchased Paola Hardware in 2016. The addition of Nuts & Bolts brings their total number of home improvement stores to 20—11 of which house Gerken Rent-All service centers, as well as 13 standalone Gerken Rent-All locations and three lumberyards. “Hardware is a natural extension of our original rental business,” said owner Rusty Gerken. “These Nuts & Bolts locations are serving regions we’ve been looking to grow into because they complement our current offerings so well. Bringing them into our family of home improvement businesses just made sense, and we’ve already started introducing enhancements we know customers will appreciate.” All seven Nuts & Bolts locations will remain open as they go through a complete remodel. Each will be rebranded with the Waters name and undergo a complete store reset, including refreshed interiors, layout updates, and product additions. Gerken Rent-All heavy duty equipment rental will be added to select locations.

Guy C. Lee Adds EW Godwin’s Sons

Guy C. Lee Building Materials, Smithfield, N.C., has purchased century-old E.W. Godwin’s Sons Lumber Co., Wilmington, N.C., to become its eighth location. Zack Godwin, who had served as president, will stay on during the transition before retiring this summer. Lewis Connor will serve as general manager of the new location, which will retain the Godwin name “for the foreseeable future.” E.W. Godwin formed its sawmill business in 1906 and opened its current location in 1909.

Nation’s Best Buys Florida’s Sparr

Nation’s Best, Dallas, Tx., has added Sparr Building & Farm Supply in central Florida to its family of businesses. “With two other Nation’s Best-owned stores already in Florida, the expanded presence that comes from Sparr Building & Farm Supply gives us a very strong foothold in the state,” said Chris Miller, president and CEO of Nation’s Best. “Their well-earned reputation as a one-stop shop for farm supplies, hardware, and lumber is something we can learn from and build on in our other locations. And their best-inclass operational excellence and inventory management processes will strengthen our entire organization.”

n Building Products Digest n June 2022

As Sparr’s owners Paul and Sam Howard were planning to retire, the brothers sought out a partner who would value and continue to hone the best practices that drove them to become the largest farm and horse fencing supplier in the state. “The Nation’s Best team has shown us they see the importance of honoring the Sparr brand and our commitment to the communities we serve,” they said. Sam’s son Chris will stay on to oversee the Sparr division within Nation’s Best, and Chris’ wife Kandis will continue to contribute to various functions, including operations, human resources, and recruiting. Sparr, with four locations northwest of Orlando, joins Hall’s Hardware & Lumber and Panhandle Lumber & Supply, both located in the Florida Panhandle, as Nation’s Best extends its presence in the southeastern U.S. Sparr will maintain operations under its existing name with its key leadership team overseeing operations alongside Nation’s Best, which will provide the strategic and financial support necessary to drive optimal growth and profitability.

SUPPLIER Briefs Labrador Lumber Co., Owego, N.Y., was destroyed by

an early morning fire April 26.

Beacon has acquired Wichita Falls Builders Wholesale, Wichita Falls, Tx. ABC Supply Co. added a branch in Tiffin, Ia., managed

by Shane Heim.

Woodgrain, Fruitland, Id., has completed the purchase of Huttig Building Products, St. Louis, Mo., increasing its distribution center network to 32 locations.

Fiberon has broken ground on 130 acres in Columbia, Tn., to build a 500,000-sq. ft. decking/cladding plant. Production should begin in late 2024. Milwaukee Tool has opened an Engineering Design & Innovation space in Chicago, Il., to accommodate its continued investments into new technology. Arauco will invest $20 million to expand its TFL operations at its particleboard mill in Grayling, Mi., by late 2023. IKO has started up a new $70-million, 460,000-sq. ft. roofing products manufacturing and distribution facility in Hagerstown, Md.—its sixth U.S. based manufacturing operation. WernerCo opened a new corporate service center in West

Middlesex, Pa.

Dealers Warehouse is now distributing Envision Outdoor Living Products’ Fairway Railing Collection

from its three Tennessee locations. Dealers Warehouse is a longtime distributor of Envision’s composite decking lines and hidden fasteners.

Digger Specialties Inc. has launched a product photo contest that will run until July 31 and is open to lumberyards, distributors, pros and homeowners. Gift cards will be awarded for the best photos in six DSI product categories: Westbury aluminum raiiling, columns, gates, fencing, accessories, and custom products. All entries will receive a DSI grill set. Building-Products.com

Fresh ideas for home improvement.

Strength and selection go together with Outdoor Accents® decorative hardware from Simpson Strong-Tie. We’re always expanding our Mission Collection® and Avant Collection™ lines with new products and accessories, making it easy to enhance outdoor structures and living spaces. Both lines feature an innovative hex-head washer and fastener combo for the look of a bolted connection that installs as easily as driving a screw. Plus, our code-listed connectors and fasteners are rigorously tested for performance. So whether your customers are building a planter box or a pavilion, it will be strong, safe and beautiful for years to come. To see our complete lines of Outdoor Accents decorative hardware, visit go.strongtie.com/outdooraccents or call (800) 999-5099. © 2022

Simpson Strong-Tie Company Inc. OAEXT-D

PRODUCT Spotlight By Southern Pine Forest Products

DECKS AND OTHER outdoor living structures are a leading market for pressure treated southern pine. (Photo by LTDecks.com)

Drive sales and sustainability with southern pine

he world is changing faster than ever, and the built environment has the potential to play a critical role in climate change solutions. Between the housing availability crisis, global climate change and ambitious decarbonization goals, one thing remains clear: protecting the environment for the benefit of future generations has never been more important. Wood construction is a sustainable solution to environmental challenges. In fact, maximizing the use of wood products in both residential and commercial construction could remove 21 million tons of carbon dioxide from the atmosphere each year. That’s a significant positive impact from simply making a smarter and more sustainable building material choice. Building with southern pine and other wood products is a simple strategy for reducing carbon at every stage of the supply chain.

Sustainable Forest Management

As trees grow, they remove and store carbon from the atmosphere. Sustainable forest management increases carbon storage capabilities by harvesting mature trees that grow slowly and replacing them with younger trees. More softwood lumber is grown each year in the Southern United States than is harvested, making it a sustainable and reliable building material that minimizes environmental impacts.

n Building Products Digest n June 2022

Waste-Free Manufacturing

Producing wood products is essentially a waste-free endeavor; every part of the tree is used. Instead of heading to the landfill, waste material like bark, trims and sawdust is used as an energy source to help power wood production facilities. Wood products also require less energy to create than other building materials, generating fewer greenhouse gasses and using less fossil fuel during the entire manufacturing process.

Decreased Transportation Costs

Domestically-harvested and processed timber incurs a fraction of the transportation costs and environmental impacts associated with imports. Traveling down the road or across the state takes far fewer resources and much less time than shipping in timber around the globe. Using locally sourced southern pine lumber simplifies the chain of custody, making it easier to trace building materials from the forest all the way to the finished product.

Carbon Sequestration

Building with wood products helps reduce carbon dioxide emissions through the carbon sequestration process. All wood products store carbon for the duration of their usable life—so everything from wood furniture to 2x4s to mass Building-Products.com

timber beams is a carbon sink, composed of approximately 50% carbon by weight.

A Trusted Resource for All Things Southern Pine

The Southern Forest Products Association (SFPA) represents southern pine lumber producers, and our team helps dealers boost sales with services the organization has provided since 1915. Both durable and versatile, southern pine is the natural, sustainable choice for any customer, and SFPA has abundant resources to help dealers sell more of it. Whether it’s a pocket span card or a brochure about wood preservative treatments, SFPA’s online library of resources is at the tips of your fingers.

Transform Outdoor Living Spaces with Southern Pine

Summer is fast approaching, which means outdoor living season is upon us all. Homeowners to the north can finally take advantage of the outdoor spaces southerners enjoy nearly all year round. Building outdoor living structures with southern pine creates a natural extension of any home, offering a restful, natural space to spend time with family and friends. Wood decks, pergolas and

Building-Products.com

RICH SOUTHERN yellow pine is equally prized for interior uses, including flooring and millwork.

fencing add tremendous value to any home. The design opportunities are endless, and southern pine is the most cost-effective and durable solution for any outdoor living project. Southern pine’s superior treatability makes it the preferred species when pressure treatment with wood preservatives is required. Today’s pressure-treated wood products are manufactured with preservatives that are safe for use around people, plants and

pets. Pressure treatment provides longterm resistance to decay and termite attack, with no components that are considered hazardous under the Environmental Protection Agency (EPA) regulations. Pressure-treated southern pine products are economical, sustainable and renewable—important selling points in today’s market. SFPA is your source for detailed information about southern pine. Visit SouthernPine.com and download a free

June 2022 n Building Products Digest n

promotion programs, despite travel disruptions. A successful pivot toward virtual events ensured that the association was able to reach a record number of timber traders and construction professionals worldwide and to safely meet their needs effectively. Let’s break down the activities and successes and take a closer look at each. FEA Strategic Planning Webinar As a gold sponsor of this online or virtual event, SFPA was able to provide member access to information, which helped each better define their international goals moving forward. Worldwide Conference on Timber Engineering SFPA’s participation bolstered the Association’s seminar programs across the globe to enrich international outreach copyeducation. of Southern Pineinternational Decks and Porches, a 12-page illusand With advertising and messagtrated guide to building a safe, code-compliant deck. Check ing support in multiple global markets, southern pine inforout American Wood Council’s Prescriptive mation was showcased internationally through aResidential variety of Wood Deck Construction Guide for detailed how-to guides channels. gearedTechnical to professional deck builders Japan Committee (JTC) and handy do-it-yourselfers. In addition, SouthernPineDecks.com offers aand virtuIn partnership with American Softwoods, SFPA the al training module that covers deck and porch construction Southern Pine Inspection Bureau banded together to jointly from start to finish. on the southern pine resource and clarpresent information ify the grading procedures for dense vs. non-dense grades. Create Lasting, Outreach: CaribbeanFlood-Protected Homes with Raised Wood Throughout theFloors southern pine-loving Caribbean, virtual In the targeted South, concerns areboth always top of seminars hundredsabout of keyflooding buyers in traditional mind. Aand raised floor home ofprovides homebuilding markets newwood markets—some which SFPA reached solutions hurricane- and flood-prone areas, and durafor the firstfor time. ble southern pine lumber is the ideal construction material. Outreach: Central America A raised wood floor home moves the living space off the Multiple southern pine lumber events were held in ground, isolating it from moisture and pests. Elevating a Guatemala, with brand-new outreach activities expanding structure reduces flood insurance premiums and can enhance into the Panamanian building market. the home’s energy efficiency. In addition to offering flood Outreach: South America protection by elevating the home, a raised wood floor founTargeting potential southern pine lumberrisk buyers across dation can also help manage a community’s of flooding the continent, a first-ever virtual education seminar was in the first place. Unlike slab-fill developments that alterheld the and pulled in excellent results. natural floodplain, raised wood floor foundations do not disOutreach: place risingLatin waterAmerica and support floodplain management. Enhanced with upgraded discussions focusing on using SFPA’s Raised Wood Floor Foundations – Design & southern pine lumber to build for high winds and in Construction Guide is available for free downloadseismic from zones, SFPA targeted audiences America SouthernPine.com. This 16-page throughout publicationLatin explains how with these solutions to these key discussion points.

to build to a higher standard with a raised wood floor foundation, outlining the many advantages of building a wood floor system above grade, including long-term durability and trouble-free performance. An introductory section covers site conditions, soil properties, design considerations and connections. Properly designed and constructed, a raised wood floor foundation accommodates all design loads and transfers those loads to the soil without excessive settlement. Explore RaiseFloorLiving.com for detailed information on the advantages of building off grade for homebuyers and homebuilders. The homebuilder’s side of the website serves as a portal for building professionals, with extensive details on building raised wood floors. The homebuyer’s side exINTERNATIONAL MARKETS have become an important focus for the plains the southern pinefeatures industry. and benefits of prioritizing the longevity of a home by starting with a raised wood floor. Outreach: International Trade Shows While many lumber industry trade shows across Europe, India, theFind MiddleMore East, andResources Asia were cancelled at or postponed in 2021, plans are well underway for a full slate of SouthernPine.com in-person trade shows in 2022. Members are keen to take Product Locator advantage of these face-to-face opportunities, and SFPA you need quickly and easily. AcstandsFind readythe toproducts serve member needs. cess local dealers, distributors and manufacturers and Southern Pine Exports specify size, length, grade and packaging preference Export for 400+numbers products.calculated throughout the majority of 2021 are roaring back to pre-pandemic levels, an encouragingLumber sign as plans are underway Purchase Inquiry for 2022. Southern lumber shipments surged pine 57% matethrough Need topine source a quantity of southern September of 2021 a whopping million, rials quickly? The to Lumber Purchase$222 Inquiry on theand exports of pressure-treated lumber—almost of which homepage of SouthernPine.com is your all pathway to is southern an incredible 31% to $93 million. gettingpine—jumped quotes from interested mills.

New Outreach for 2021 Board Foot Calculator

Brand for tool the for southern international outreach The new perfect dealerspine wanting to total up orin 2021: SFPA launched informational newsletters in the ders or the yard’s inventory. Caribbean and Latin American markets aimed at maximizingLumber engagement withPublications a growing in-house database of tradLibrary ers andFind specifiers. dozens of informative pamphlets and brothat cover a wide topics from sustain–chures For more information onrange all theofactivities managed by the Southern Products Association, to access our numerous abilityForest to marine construction. pieces of free educational information, or to become an SFPA member, please visit www.sfpa.org.

Sparkman, Arkansas

Phone: (870) 678-2277 • Fax: (870) 678-2522

www.raywhitelumber.com

The White Family – Serving the Lumber Industry for Five Generations

High Quality Arkansas Southern Yellow Pine Boards, Pattern Stock and 5/4 Square Edge, Flooring, Beaded Ceiling, 105, 116, 117, 119, 122, 131, 139, 5/4x12 Nosing. Building-Products.com 38 n Building Products Digest n June 2022

January 2022 n Building Products Digest n 35 Building-Products.com

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The Preferred Choice for Lumber & Plywood Hood Lumber is an industry-leading supplier known for strength, durability, treatability and fastener holding capabilities. Made from sturdy Southern Yellow Pine, Hood Lumber is a preferred choice among architects, builders, and homeowners. For more information about how to purchase our products, please contact Hood Lumber Sales at (601) 296-4860.

Hood Plywood is an industry-leading supplier, providing customers with a mix of quality and reliable products made from sturdy Southern Yellow Pine. Product applications range from structural sheathing, preservative and fire-retardant treatment, underlayment and subfloor, siding, concrete forming, and industrial applications. Hood Plywood is a member of the APA – Engineered Wood Association with all certified products in accordance with APA guidelines. For more information about how to purchase our products, contact Hood Plywood Sales at (601) 296-4869. Lumber Mills

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Hood Industries supports responsible forest management and is certified by the Sustainable Forestry Initiative (SFI) for fiber sourcing at all manufacturing facilities.

THOUGHT-PROVOKING panel discussion featured (left to right) moderator Terry Miller and participants Brent Heavican, Bill Price, Jay Bowling, Steve Cheatham, and Barry Bauman.

Wholesalers down home at NAWLA Southeast regional Following a COVID-induced hiatus, North American Wholesale Lumber Association resumed its schedule of regional meetings, with the return of its Southeast regional meeting April 21 at The MAX, Meridian, Ms. Sandwiched between networking sessions was a captivating panel discussion that covered the full gamut of industry hot-button topics—in no small part due to the diversity of the presenters. The panel featured a wholesaler (Bill Price, All Star Forest Products), manufacturer (Barry Bauman,

Interfor), treater (Steve Cheatham, Everwood Treatment Co.), technology provider (Brent Heavican, DMSi Software), and transportation authority (Jay Bowling, Blair Logistics). They provided real-life examples, practical solutions, and forward-looking insight, speaking on everything from supply chain challenges and cybersecurity safeguards to future market corrections. The next day, NAWLA offered a tour of Biewer Lumber’s state-of-the-art southern pine sawmill in Newton, Ms.

NORTH AMERICAN Wholesale Lumber Association recently held its longawaited Southeast regional meeting in Meridian, Ms. [1] Barry Bauman, Bill Price, Dave McKinnon. [2] Jeremy Franks, David Evett. [3] Kenny Capps, Bryant Xavier. [4] Jay Bowling, Nick Allen. [5] Jay Hudson, Curt Stuckey,

n Building Products Digest n June 2022

9 Steve Cheatham. [6] Kellie Hailey, Johanna DuFour. [7] Will Anderson, Curt Allen. [8] Ben Berry, Craig Crockett, Paul Bradshaw. [9] Tyler Mason, Greg Langford. (More photos on next page) Building-Products.com

previous page) included [10] Anthony Muck, Jordan Lynch, Brent Heavican. [11] Jim McGinnis, Harris Mayo. [12] Charlie Barnes, Trey Giles.

Paige McAllister, SPHR [13] Kevin Rooney, AffinityTony HR Butler, GroupMarty Hawkins. [14] Kelly Matthews, Jamie Vandenberge, Connie Baker. [15] Shelly Daniel, Andrew Tate, Patty Cook. contact@affinityhrgroup.com [16] Chad Hammonds, Court Robinson. [17] Lori Baines, Dina Fuller.

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USA USA 1-877-533-7695 1-877-533-7695 October 2021 Building ProductsDigest Digestnn 41 19 June 2022 n nBuilding Products

Photos by BPD

Q. We have an employee who is constantly on their phone for personal business. While we understand they need to check in with their family, it gets out of hand and keeps them from doing work. It also disrupts the office keeping everyone else from being able to do their work efficiently. What can we do? 13 A. You can, and should, address the issues with the employee. Explain that the excessive time is impacting their productivity as well as those around them. If you have rest and meal breaks, require they restrict personal calls and texts to those times except for emergencies. Perhaps make an exception in certain situations such as when their child calls to say they got home from school, but then enforce a strict time limit on the conversation or tell the employee to use that as their rest break. You can also require employees to lock their phone in lockers, desks, or vehicles or, if they 16to be are accessible, have them silence any tones or15 sounds less disruptive. As with all policies, be consistent in enforcing NAWLA SOUTHEAST regional meeting (continued from it, requiring all employees to follow theattendees same requirements.

Be flexible. COVID is not going away any time soon so we will all have to continue to make adjustments. Employees will get sick or have to care for people who are sick. Employees will have to quarantine or stay home with a child who is quarantining. Understand that employees have to take care of their families first and the more flexible you can be, the more they will feel supported and ready to work when they can. Allow employees to have 12 some fun at work. While potlucks may be out of the question for a while, you can still give employees a chance to have fun at work. Hold a spirit day where people can wear their school or team colors. Sponsor a group to participate in a local charity event. Surprise employees with a half-day off when things are slow. Celebrate birthdays and special occasions with cupcakes and cookies. Find out what your employees value and work them into your plans. Consider the big picture. While many employers may wonder how they will be able to add this to their long to-do 14 list, it is important to balance the effort engaging employees requires with the possibility of those employees leaving the company. Often it is easier to accommodate a current employee’s temporary needs than recruit, hire, and train a new employee, which is even more difficult in today’s labor market.

NAWLA SE REGIONAL

Respect personal time and needs. Be mindful when work demands extend beyond the employee’s day and try to restrict or discourage emails and voicemails outside work hours. Everyone needs time away from work whether to relax and recharge, to attend a kid’s soccer match, or to just get to the grocery store. It may be harder for employees who work from home to truly check out from work, and if they are non-exempt, they probably need to be paid for that time. Encourage all employees to unplug to handle what they11 10 need to so they can focus when back at work.

MASTERCLASS: LMC recently hosted 50 LBM leaders from across the country for its annual “Leadership Excellence Masterclass” at Northwestern University’s Kellogg School of Management.

MOVERS & Shakers Tom Le Vere, president of Weekes Forest Products, St. Paul, Mn., will retire effective Dec. 31, following 43 years in the lumber industry, the last 12 with Weekes. He will be succeeded by Scott Gardner, currently VP of distribution. At the same time, Clark Spitzer will be promoted to president of its Snavely Forest Products division. Pat Webster, president and COO, UFP Industries, Grand Rapids, Mi., is retiring at the end of 2022 after nearly four decades with UFP. Mark Harvard, ex-Ritter Lumber, has rejoined Harry’s Building Materials, Nacogdoches, Tx., as buyer. Fred Coffrin, ex-Northwest Hardwoods, is a new national sales rep for Beacon Hardwoods, Greensboro, N.C. Robert DeVylder Jr., ex-Lyon & Billard Lumber, has joined Interstate + Lakeland Lumber, Newtown, Ct., in purchasing. Eric Studer, ex-Mid-State Lumber Corp., is a new lumber trader with Sherwood Lumber, Melville, N.Y. Eric Shaffer has been named store mgr. of McCoy’s Building Supply, Plainview, Tx. Donnie Nixon, ex-Greentree Packaging & Lumber, is new to sales at Lumber One, Conroe, Tx. Bob Vogel has retired as president of Hardwoods of Michigan, Clinton, Mi., after 43 years with the firm. Jeremy Cooley, ex-Georgia-Pacific, has joined Compass Building Products, Marietta, Ga., as senior sales representative.

Jim Lewis has joined the outside sales team at Top Notch Distributors, as Apex, N.C.-based Mid-South territory mgr., handling Georgia, southern Virginia, and the Carolinas. Jeff Brady, ex-Foxworth-Galbraith, is now GM of Hixwood, Shiloh, Oh. Eric Berggren, ex-Roberts Plywood, was appointed warehouse mgr. for LeNoble Lumber, Long Island, N.Y. Sarah Haenel, previously with Boise Cascade, UFP and GP, has joined Armacell, Chapel Hill, N.C., as national sales & marketing mgr. for backer rod, building materials, and custom profiles. Don Viscio, ex-Blueinx, has been named regional VP for Tibbetts Lumber, St. Petersburg, Fl. Paul Silver, ex-Arrow Building Center, is the new GM at Builders FirstSource, St. Cloud, Mn. Jason Hanegan, ex-Emery-Jensen, has joined Do it Best Corp., Fort Wayne, In., as national sales mgr. Also new: David Bryant, LBM sales support coordinator; Ryan Dunbar, associate merchandise mgr.; Cordell England, consumer marketing specialist; Arron Enyart, inbound coordinator; Morgan Ferguson, talent acquisition specialist; and Bob Turecki, retail project mgr. Recently promoted: Alex Gilliom, category management & analytics mgr.; Lauren Wilson, merchandising pricing & training mgr.; Sarah Krey, merchandise mgr.–lawn & garden; Laci Scheib, merchandising mgr.–farm & ranch; and Ed Somerville, merchandise mgr.–plumbing.

n Building Products Digest n June 2022

Jason Fletcher, ex-Builders FirstSource, has been appointed general mgr. of Simonson Lumber, Alexandria, Mn. Craig Williams, ex-Builders FirstSource, is now general mgr. of Builders Supply Co., Lancaster, S.C. Dr. Rufai Ibrahim has joined the R & D d e p a r t m e n t a t Vi a n c e , Charlotte, N.C., helping to develop new chemistries for wood preservatives and fire retardant product formulations. Rick Frost and Robin Jolley have been appointed to the board of directors at The Westervelt Co., Tuscaloosa, Al. Todd West, ex-Alside, has joined the outside sales force at Mentor Lumber & Supply, Mentor, Oh. James Reddish has been named Trex’s director of Little Rock, Ar., workforce development & community engagement with the company’s planned $400-million facility at the Port of Little Rock. Brian Luoma, Westervelt Co., Tuscaloosa, Al.; J.D. Hankins II, Hankins Inc., Ripley, Ms.; George Emmerson, Sierra Pacific Industries, Anderson, Ca.; and Brad Thorlakson, Tolko, have been reappointed by Secretary of Agriculture Tom Vilsack to second terms on the Softwood Lumber Board board of directors. Also appointed were past director Marc Brinkmeyer, Idaho Forest Group, Coeur d’Alene, Id., and first-time director Jerome Pelletier, J.D. Irving, Ltd. Daryl Lee D’Parted is no longer with Mungus-Fungus Forest Products, Climax, Nv., report owners Hugh Mungus and Freddy Fungus. Building-Products.com

THE POSSIBILITIES KEEP GROWING:

REDWOOD Nature’s majestic pillars. dwood iis so on ne o off tth he s sttrongest a an nd ffa as t e s t g grrowing s so oftwood spe spec cies. It thrives in Re Red some of the most productive timberlands in the world. Redwood is known for its timeless durability without the use of chemicals. Due to its flawless formation, there has never been a Redwood recall. There is a grade of Redwood for every application, every budget, and every customer.

“Growing beyond measure.” Call or visit us today. Our family of Redwood timberland owners will continue to be your reputable and reliable source of Redwood.

Call us at 707.894.4241 Visit us at buyRedwood.com

Fort Wayne Chain Trims for Summer

AZEK EXTERIORS and Russin Lumber, Montgomery, N.Y., are collaborating to bring a new line of prefinished siding and trim to the Northeast and mid-Atlantic regions.

Russin Partners with AZEK on Line

AZEK has teamed with distributor/prefinisher Russin, Montgomery, N.Y., to develop Captivate, a new line of prefinished siding and trim. Captivate products will be available exclusively through Russin for distribution to 13 Northeastern and mid-Atlantic states. The line will include a range of siding and trim profiles complementary to a variety of architectural design styles, including shingle siding that duplicates the look of natural cedar shingles, board and batten siding for either accent areas or an entire elevation, and dozens of trim profiles for a complete, finished look. Consistent with other products offered by AZEK Exteriors, Captivate is specially designed to provide a premium product able to withstand the elements. Captivate will be available in 12 regionally popular quickship colors inspired by nature and the Atlantic seaboard, with additional custom colors available by special order. Both companies began taking orders in May, with initial deliveries expected early this month. The line is developed using Russin’s high-tech machinery to apply quality tested paints in a consistent manner. The paint is cured in a controlled environment not subject to wind and weather conditions for industry-leading quality control. It also carries a warranty from the paint manufacturer, in addition to the AZEK Exteriors’ limited lifetime warranty on the substrate itself.

Deckorators Buys Recycling Plant

UFP Industries’ Deckorators division has acquired recycler Cedar Poly, Tipton, Ia., for $17 million. Founded in 2007, Cedar Poly is a full-service recycler of high-density and low-density polyethylene (HDPE and LDPE) flakes and pellets used in various products, including composite decking. The company also recycles corrugate and operates its own transportation fleet. Cedar Poly had 2021 sales of approximately $17.3 million and will operate in UFP’s Deckorators business unit. The company’s management team, including vice presidents Scott and Jeremy Rogers, will continue in management roles. “Cedar Poly allows us to vertically integrate our sourcing of recycled polymers and increase our use of post-industrial waste materials in our industry-leading products without compromising quality,” said Landon Tarvin, VP of Deckorators. “Growing our Deckorators product line using more sustainable raw materials is a key objective and enhances the overall value to our customers and our shareholders.” UFP plans to invest in additional capabilities at Cedar Poly’s operations to serve both Deckorators and Cedar Poly’s existing customers.

n Building Products Digest n June 2022

Against the backdrop of rapid inflation and rising consumer prices, Connolly’s Do it Best Hardware & Rental demonstrated its commitment to the community through a series of customer-focused events at its five Fort Wayne, In., locations. In April and May, Connolly’s hosted an “Inflation Vacation” event, featuring vacation-themed décor and giveaways, and showing off lower prices on more than 90,000 items. Unlike a typical promotion, however, prices reportedly won’t go back up anytime soon. “It seems like the cost of doing life is going up everywhere else, and that can be really discouraging,” said division manager Grant Umber. “We want Connolly’s to be a refreshing change from that, both now and in the future. That’s why we’re committed to lowering prices and keeping them that way.” Connolly’s plans additional in-store events to bring together neighbors, including a June carnival at the Dupont location, featuring games, food trucks, and firetrucks; a late summer grand-reopening sale at the Southgate location; and a late fall Ladies’ Night event at its Illinois Road location. The shopping experiences will be improved courtesy of bright new flooring, thousands of additional products, a full remodel of the Southgate store, and a full store reset at three other locations. The team is also looking at ways to enhance their commercial and contractor programs.

DO IT BEST dealer worked with the area humane society to offer pets for adoption during its first annual Spring Fling.

New Store Seeks Adoption by Locals

St. Charles Do it Best Hardware, St. Charles, Il., hosted its first annual Spring Fling education and entertainment event on April 30. The event featured giveaways, product demonstrations, pet adoptions, and savings opportunities for area home improvement shoppers. During the event, Anderson Humane offered a variety of pets for adoption, and a local radio station hosted a live broadcast. Products from Milwaukee, DeWalt, Scotts and many more were given away throughout the day, and one grand prize winner received a $500 shopping spree. “We were really pleased with the customer response,” said general manager Dave Nestor. “Since we opened last fall, this community has been so supportive. It was great to be able to return the favor with a fun, family-friendly event. We’re already looking forward to next year’s Spring Fling.” Attendees were educated on lawn care and maintenance by a representative from Scotts, and experts from Apex/Crescent, Blackstone, Broil King, Channellock, DeWalt, Milwaukee, Scotts, Sherwin-Williams, and Weber were also on-site to provide product demonstrations. Free food samples were offered, courtesy of the grill demos. Building-Products.com

Building-Products.com

June 2022 n Building Products Digest n

NEW Products

End-Matched Bamboo Cladding

Engineered Structural Post

The new UFP-Edge Pro Column is a structural post made from finger-joined SPF lumber for use in residential construction. The support post can be used in a variety of interior and exterior applications in both new construction and repair/remodeling projects. It’s available in a variety of sizes (4x4, 6x6, 8x8) and in lengths up to 16 ft. and is primed, end-sealed, and ready to finish. With a 15-year limited warranty, posts are engineered to be straight, consistent and offer the look and feel of solid wood with a combed or resawn surface.

MOSO Bamboo X-treme is now available in endmatched 1x6 cladding for rainscreen projects. The 6’ boards are end-matched for faster installation and less waste. The cladding uses the same clips as MOSO X-treme Bamboo decking, keeping hardware cost at a minimum. MOSO X-treme boasts a Class A fire rating and a 25-year warranty against rot and decay. It is WUI listed in California. n MOSO-BAMBOO.COM (855) 343-8444

n UFPEDGE.COM/PROCOLUMN (844) 529-5882

Sleek Connections MoistureShield Joist Tape is a new protective adhesive designed to increase deck lifespans by protecting their substructures from the elements. The patented acrylic adhesive and woven cloth substrate forms a tight seal over joists and deck screws to prevent moisture infiltration, enhancing the longevity of any deck frame and adding up to 10 years to the life of wood and metal-framed decks. The tape tears off the roll without tools and can be repositioned without leaving residue behind. Ideal for installation in any climate, it is available in 2” x 65’, 4” x 65’ and 6” x 65’ sizes.

LP Building Solutions’ new LP Legacy Premium Sub-Flooring Adhesive provides easier subflooring installation and premium adhesive strength. The adhesive creates tight seals in small gaps between panels, helping to produce a stiff, squeakfree sub-floor system. It is gun-applied with a fast-curing polyurethane collapsible foam adhesive that is 100% solvent-free and VOC-compliant. It is designed to work in tandem with LP Legacy Premium Sub-Flooring and LP TopNotch 350 Durable Sub-Flooring. One 29-oz. can offers up to 12 times the coverage of a typical tube of conventional subflooring adhesive. It can be applied to wet, dry or frozen lumber, masonry, decking, concrete or metal.

n MOISTURESHIELD.COM (866) 729-2378

n LPCORP.COM (888) 820-0325

Deck Joist Protection

n Building Products Digest n June 2022

Building-Products.com

Quick Flash

Benjamin Obdyke’s popular HydroFlash LA liquid-applied flashing is now available in 10-oz. cartridges, for those looking for a smaller alternative to the 20-oz. sausage-style tubes. Like the original HydroFlash LA, it easily conforms around corners, curves and other awkward shapes, simplifying the process of flashing rough openings compared to using flashing tapes. Applications include sill pan flashing, door/window caulking, and exterior insulation. n BENJAMINOBDYKE.COM (800) 523-5261

Protect Your Columns

Digger Specialties now offers Uplift Kits for most of its column designs, to reduce vertical movement of the columns during high winds. Columns installed with uplift kits have tested to 5,000 lbs. of wind uplift resistance. DSI columns come in aluminum, composite and fiberglass, and in a variety of designs. n DSICOLUMNS.COM (800) 446-7659

Building-Products.com

June 2022 n Building Products Digest n

Stainless Strength

National Nail’s new CAMO Stainless Steel fasteners help contractors, remodelers and DIYers build better in every environment. Designed to protect connections against the elements, CAMO’s 316 Marine Grade Stainless Steel fasteners are ideal for use in corrosive coastal and agricultural environments and applications that face abrasive agents. CAMO 305 Stainless Steel fasteners provide corrosion resistance and long-lasting aesthetics for a variety of inland exterior projects. The line includes hand-driven deck, composite and trim screws that come with a 2” power bit for jobsite convenience. The 316 Stainless Steel Marine Grade Edge Screws can be used with CAMO Marksman Pro tools and collated screws with the CAMO Drive stand-up tool. Also new to the CAMO brand are ring shank deck nails, joist hanger nails, collated ring shank framing nails, and collated metal hanger nails.

Steel Pergola Components

Fortress Building Products is rolling out new steel pergola components to provide more ways for homeowners and building professionals to define beautiful, functional outdoor spaces. The versatile lateral bracing and purlin components make it possible to configure Fortress Pergolas in nearly infinite ways to achieve a customer’s vision. Leveraging the proven performance of steel, Fortress Pergolas sidestep issues associated with moisture absorption—one of the most common reasons for decomposition in wood pergolas. The sleek structural steel is dual-layer protected against fire, weather, corrosion, twisting, insects and rot. n FORTRESSBP.COM/PERGOLAS (866) 323-4766

n CAMOFASTENERS.COM (800) 968-6245

Top Drawer Hardwoods Diablo’s Demo Demon Spade Bits provide one of the most durable, effortless, longest-lasting hole drilling solutions on the market for nail-embedded wood. The ultra-sharp Demo-Edge dual cutting edges coupled with a self-feeding Dura-Tip power through nail hits for a smooth drilling experience and up to 60 times longer life. A curved paddle design enhances chip evacuation for more holes per charge.

Tropical Forest Products’ new premium Black Label brand features a curated, certified sustainable collection of tropical hardwoods graded to the highest quality for use as decking, cladding, deck tiles, soffit and architectural millwork. Species include ipé, cumaru, jatoba, garapa, angelim pedra, Kebony, ThermoWood and Tigerwood. All are 100% legally sourced from South America, and certified sustainable by FSC and chain-of-custody program Legal Lumber.

n DIABLOTOOLS.COM (800) 334-4107

n TROPICALFORESTPRODUCTS.COM (905) 672-8000

Power Bits

n Building Products Digest n June 2022

Building-Products.com

Smart People Know It’s Not About Price

Most lumber producers are competitive on price, and Idaho Timber competes with the best of them. But far more important than what you pay for lumber is what you make on it. We work hard to ensure you make the most possible: n Our 10 mills are strategically located across the USA to deliver your wood

in 24-48 hours. You get just what you want, right when you want it, on highly-mixed trucks for much greater control of your inventory and cash.

n Our just-in-time service sharply reduces stock and capital requirements, cuts

carrying costs and multiplies your turns and GMROI for higher true net profit.

n Fast delivery with quick turns on less inventory protects against market risk.

Best price doesn’t necessarily mean best deal. Call Idaho Timber to learn how we can help you make the highest net return on your lumber inventory.

We make you more profitable.

(800) 654-8110 Building-Products.com Building-Products.com

June 2022 n n Building Products Digest n December 2021 The Merchant Magazine n

49 39

CLASSIFIED Marketplace

PRODUCTS FOR SALE

Rates: $1.20 per word (25 word minimum). Phone number counts as 1 word, address as 6. Centered copy/headline, $9 per line. Border, $9. Column inch rate: $65 per inch. Deadline: 10th of previous month. Questions? Call (714) 486-2735.

WANTED TO BUY

DATE Book

NORTH CAROLINA RELOAD

Shaver Reload, Statesville, NC

• Norfolk Southern Mainline Served • Easy Access to I-85, I-77 & I-40 • Company Owned Truck Fleet • Outdoor and Indoor Storage • 12 Acres Fenced with Security Lighting • 25+ years Reload Experience (704) 872-3148 • Fax (704) 872-3146 Email Tom Lakeman shavers.reload@gmail.com

Listings are often submitted months in advance. Always verify dates and locations with sponsor before making plans to attend.

Building Material Suppliers Association – July 28-31, summer conference, Myrtle Beach, S.C.; www.mybmsa.org.

Northwestern Lumber Association – June 7, Nebraska golf outing, Woodland Hills Golf Course, Eagle, Ne.; June 9, Iowa golf outing, Beaver Creek Golf Club, Grimes, Ia.; www.nlassn.org.

Southeast Building Conference – Aug. 3-4, Gaylord Palms & Convention Center, Kissimmee, Fl.; www.sebcshow.com.

Florida Building Material Assn. – June 8-10, summer education conference, Mission Inn, Howey-in-the Hills, Fl.; www.fbma.org. Peak Auctioneering – June 11, LBM Auction, Kane County Fairgrounds, Chicago, Il.; www.peakauction.com. Sustainable Forestry Initiative/Project Learning Tree – June 1317, annual conference, Madison, Wi.; www.forests.org. National Lawn & Garden Show – June 14-15, Sheraton DFW Airport Hotel, Irving, Tx.; www.nlgshow.com. Window & Door Manufacturers Association – June 14-16, technical & manufacturing conference, Minneapolis, Mn.; www.wdma.com. Construction Suppliers Association – June 15, Central regional meeting, Birmingham, Al.; www.gocsa.com. Central New York Retail Lumber Dealers Association – June 16, annual golf outing, Vesper Hills Golf Club, Tully, N.Y.; www.nrla.org. Mississippi Lumber Manufacturers Association – June 16-18, annual convention & trade show, Beau Rivage Resort & Casino, Biloxi, Ms.; www.mlmalumber.com. Peak Auctioneering – June 18, in-person LBM auction, Clinton County Fairgrounds, Wilmington, Oh.; June 23-25, online LBM auction, Kansas City, Mo.; www.peakauction.com. Construction Suppliers Association – June 23, sales master class, Embassy Suites, Atlanta Galleria, Atlanta, Ga.; www.gocsa.com. Eastern New York Lumber Dealers Association – June 23, golf outing, The Edison Club, Rexford, N.Y.; www.nrla.org. Bark Peeler’s Festival – July 2-3, Pennsylvania Lumber Museum, Ulysses, Pa.; www.lumbermuseum.org. Construction Suppliers Association – July 12-15, sales & estimating training, Mobile, Al.; www.gocsa.com. Central New York Retail Lumber Dealers Association – July 16, Day at the Races, Osego Speedway, Oswego, N.Y.; www.nrla.org. Southeastern Lumber Manufacturers Assn. – July 20-23, annual conference, The Broadmoor, Colorado Springs, Co.; slma.org. Appalachian Hardwood Manufacturers Assn. – July 24-26, annual meeting, Hollywood, Fl.; www.appalachianhardwood.org.

n Building Products Digest n June 2022

North American Wholesale Lumber Association – Aug. 4, regional meeting, Dellwood, Mn.; www.nawla.org. Ace Hardware – Aug. 15-17, fall convention, McCormick Place, Chicago, Il.; www.acehardware.com. Mid States Distributing – Aug. 16-20, Fall Rendezvous, Phoenix Convention Center, Minneapolis, Mn.; www.msdist.com.

IN Memoriam Clinton Disbrow Finger Jr., 83, retired owner of Centereach Lumber Co., Centereach, N.Y., passed away April 30. After working for Island Coal Lumber, he spent 20 years operating his own yard. Michael Ira Alexander Day, 75, general sales manager for Jasper Lumber Co., Jasper, Al., died May 5. After attending St. Bernard College on a basketball scholarship, Mike worked in sales at various lumber companies throughout the South. Eugene J. Cowles, 96, former owner of Earlston Lumber Co., Everett, Pa., died April 29 in Pittsburgh. He joined the U.S. Army in 1944, right out of high school, and fought in World War II. After his discharge, he graduated from Temple University. David A. Binder, 83, former manager of Binder & Son Lumber Co., St. Louis, Mo., died March 15. A graduate of St. Louis University, he took over the family lumberyard after returning from service in the Air Force. Fritz Stotmeister, 94, founder of Sto Corp., Atlanta, Ga., died April 21. Starting with a cement and lime plant in Germany, Fritz and his father, Wilhelm Stotmeister, pioneered synthetic resin wall coatings. Building-Products.com

Page

ADVERTISERS Index

Cover I

Benjamin Obdyke

Cover III

Crumpler Plastic Pipe

CT Darnell Construction

Culpeper Wood Preservers

DMSi

43, Cover IV

Everwood Treatment Co.

526 Events

Great Southern Wood Preserving

28-29

Hood Industries

Humboldt Sawmill

Idaho Timber

Jordan Lumber

Lee Roy Jordan Lumber

Manufacturers Reserve Supply www.mrslumber.com

Coming Next Month in

BPD

Building Products Digest

n Building Products Digest n June 2022

Weyerhaeuser Distribution www.weyerhaeuser.com/distribution

www.lrjlumber.com 9

Westervelt Co. www.westervelt.com

www.jordanlumber.com 41

West Fraser www.westfraser.com/osb

www.idahotimber.com 19

Timber Products Co. www.timberproducts.com

www.mendoco.com 49

Swanson Group Sales Co. www.swansongroup.biz

www.hoodindustries.com 23

Softwood Lumber Board www.softwoodlumberboard.org

www.yellawood.com 39

Siskiyou Forest Products www.siskiyouforestproducts.com

www.526.events 13

Simpson Strong-Tie www.strongtie.com

www.everwoodtreatment.com 53

Redwood Empire www.buyredwood.com

www.dmsi.com 21

Ray White Lumber Co. www.raywhitelumber.com

www.culpeperwood.com Cover II

Orgill www.orgill.com

www.ct-darnell.com 5

Northeastern Lumber Manufacturers Assn. www.nelma.org

www.cpp-pipe.com 15

North American Wholesale Lumber Assn. www.nawla.org

www.benjaminobdyke.com

YellaWood www.yellawood.com

APA Engineered Wood/Mass Timber Special Issue ◊ Market Outlook ◊ Storage & Handling ◊ Research & Testing ◊ Formaldehyde & EWP ◊ North American CLT vs. Imports

Building-Products.com

BPD - June 2022

Articles inside

neW productS

event recap

coMpany FocuS

MoverS & ShakerS

Southern pine

naWla: thinking ahead

Feature Story

induStry trendS

tranSForMing teaMS

olSen on SaleS

Margin BuilderS

tech help

luMBer 411

acroSS the Board